This is a remote position.
Sales Director (ITS Sector)
We are looking for a Senior Director of Sales to build and lead the sales function across Europe.
This is a player-coach role. We need someone who has personally carried and exceeded a sales quota — not a candidate whose background is purely sales operations or account management — and who can also recruit, coach, and manage a small, distributed team of regional reps as the European organization scales.
What You'll Do
- Build and lead the European sales organization, recruiting, onboarding, and coaching country and regional sales representatives.
- Personally own and close strategic opportunities while the regional team is being built out, transitioning toward a team-quota model as the organization scales.
- Develop and execute go-to-market strategy across both verticals: urban intersection management and inter-urban highway/tunnel/tolling detection.
- Manage and grow relationships with European distributors, system integrators, and OEM partners, alongside direct engagement with end-user agencies and pilot customers.
- Own the European sales pipeline and forecast in HubSpot, maintaining accurate deal ownership, stage progression, and close-date discipline.
- Represent them at European trade shows, industry events, and customer meetings.
- Partner with the European engineering team on technical qualification and solution scoping for major opportunities.
- Collaborate with the Head of Global ITS Business and BU leadership on regional pricing, deal structuring, and strategic account planning.
- Establish clear rep-level KPIs that balance new-business generation with existing-account growth, supported by weekly activity tracking.
What We're Looking For
- 8+ years of B2B sales experience, ideally in ITS, smart infrastructure, industrial IoT/sensors, or another technical, tender-driven market.
- A proven personal quota-carrying track record as an individual contributor — a genuine “hunter,” not primarily an account manager or sales-ops leader.
- Experience building or leading a distributed regional sales team, ideally spanning multiple European countries.
- Comfort managing both channel relationships (distributors, OEMs, system integrators) and direct end-user/agency sales cycles.
- Experience navigating public-sector or government tender processes is a strong plus.
- Fluent English required; German or another major European language is a plus.
- Willingness to travel extensively across Europe.
Nice to Have
- An existing network in European traffic management, tolling, or highway agencies.
- Experience selling LiDAR, radar, or other sensor-based detection technologies.
- Familiarity with HubSpot or a comparable CRM.
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